2015 FIRST HALF RESULTS PRESENTATION 24 FEBRUARY 2015

PRESENTATION OVERVIEW

1. Introduction - Haydn Long

2. The numbers - Andrew Flannery

3. The business - Graham Turner

4. The strategies - Melanie Waters-Ryan

5. The future - Graham Turner

6. Questions

7. Appendices

INTRODUCTION

• First half result in line with revised guidance

– Underpinned by record global sales and record offshore profits

• Continuing to build for the future

– Significant investment in sales network, product range and people

• Balance sheet strengthened

– Further cash growth and lower debt. Ready to capitalise on opportunities

• Guidance maintained

– No change to FY15 target – aiming for accelerated 2H growth

THE NUMBERS

FIRST HALF RESULT OVERVIEW

• 8.8% TTV growth to $8.1b – has almost doubled in 8 years

• 4.6% revenue growth to $1.1b – soft commission growth but

over-ride and super over-ride earnings maintained

• $141million actual (statutory) PBT – includes $3.4m Top Deck

contribution

• $100.3m actual NPAT

• Underlying PBT and NPAT (excluding Top Deck) 5.9% and

6.8% down on PCP

MARGINS & COSTS

• 13.6% income margin – down on PCP, above longer term average

• Year-on-year movement linked to lower gross margins (front-end

commissions) in Australia and Canada

• 1.7% net margin

• Cost growth – new wage structures, ongoing business investment

• Looking for savings – support staff redeployed to sales roles – and

efficiencies

• Invested 1.15% of TTV in sales & marketing

CASH & CASH FLOW

• General cash up 6.8% to circa $429.4m – almost doubled in 5 years

• Borrowings lowered to $31.9m – expensive India debt ($19m) retired

• Stronger positive net debt position – almost $400m at Dec 31

• $68.1m operating cash outflow during 1H – PCP $124.5m outflow

• Cash flow improvement largely brought about by timing of airline

BSP payments

SHAREHOLDER RETURNS

• Actual EPS of 99.7c (PCP: 110.3c)

• Fully franked 55c per share interim dividend – in line with FY2014

• 55.2% of actual NPAT returned to shareholders

NETWORK GROWTH

• 4% shop/business growth to 2759 – Just below targeted range (5-7%)

• Expansion milestones

300th shop/business opened in USA

250th shop opened in Canada

100th shop opened in Asia/Middle East region

• New hyperstores in Australia (Darwin), USA (LA & Philadelphia), India

(Delhi and Mumbai) and Abu Dhabi

• Hong Kong hyperstore set to open during Q4

YTD RESULTS SUMMARY

$’ million Dec 2014 Dec 2013 %

TTV $8.1b $7.5b 8.8%

Revenue $1,103m $1,054m 4.6%

Income margin 13.6% 14.1% (50bps)

Net margin (underlying) 1.7% 2.0% (30bps)

Underlying*** Profit Before Tax $137.6m $146.3m (5.9%)

Statutory*** Profit Before Tax $141.0m $155.0m (9.0%)

Underlying Net Profit After Tax $97.6m $104.7m (6.8%)

Statutory Net Profit After Tax $100.3m $110.8m (9.5%)

Effective tax rate 28.9% 28.5%

Dividends

Interim Dividend 55.0c 55.0c -

*** Statutory PBT at Dec 2014 included a $3.4m profit contribution from Top Deck (acquired 1H). This has not been included in underlying results for 14/15.

Statutory PBT at Dec 2013 included a one-off $8.7m gain within the Flight Centre Global Product (FCGP) business.

THE BUSINESS

OPERATIONAL HIGHLIGHTS

• Record sales in all 10 countries/regions in local currency

• Record EBIT in UK, South Africa, Singapore and Greater China

• Best 1H result in USA since Liberty and GOGO acquisition

• Combined overseas EBIT up 25% to $25.3m

• Overseas growth partially offsets 10% EBIT decline in Australia

GAINING SCALE OVERSEAS

Overseas 1H TTV Overseas 1H EBIT

2.2b 2.4b 2.5b

3.0b

3.5b

-

0.5b

1.0b

1.5b

2.0b

2.5b

3.0b

3.5b

4.0b

Dec 2010 Dec 2011 Dec 2012 Dec 2013 Dec 2014

12.1m

18.9m

15.4m

20.2m

25.3m

-

5m

10m

15m

20m

25m

30m

Dec 2010 Dec 2011 Dec 2012 Dec 2013 Dec 2014

AUSTRALIA

• Leisure and corporate travel sales up – 5% overall TTV growth

• Corporate TTV topped $1.1b and profits in line with PCP

• Record amount of new corporate business won – improved strike

rate in winning national and multi national accounts

• Unique products launched and proving popular – SmartFLY

• Opportunity to fast-track corporate growth

AUSTRALIA

• Bottom-line leisure results lower than initially expected and impacted by:

– Lower gross margins (consultants lowering commissions to convert sales)

– Costs and investments (wages, shop fit-out and projects)

– Subdued sales growth following FY14 downturn (lower productivity)

• Improvement opportunities

– Vertical integration/product development opportunities to boost margins

– Cost savings to offset front-end wage increases

– Market-share growth through better and more targeted marketing

STAR PERFORMERS

• Bikes

– Pedal Group JV generated $29.3m in sales, up 24.5%

– Almost $1.7million in EBIT (up 12%)

• Travel Money

– $2.6million in 1H EBIT, now one of FLT’s fastest growing businesses

– Expanding network of standalone & implanted shops (subsidising rent)

– Presence in Australia & NZ, set to open in USA & India (FY16)

• Flight Centre Business Travel

– Mixes business (small corporate accounts) with leisure

– EBIT up 15% and circa $130m in turnover in Australia alone

–

• Stage & Screen and Campus Travel

– 20%+ EBIT growth from corporate niche brands

STAR PERFORMERS

UK

• FLT's largest profit contributor after Australia.

• 1H EBIT of $19.8m – 23.5% CAGR over past 5 years

• $320k EBIT contribution from Ireland acquisition (Travelplan)

• TTV up 17% in local currency and could top GBP1b during FY15

• Focus on becoming a “Travel Experience Company” – new

Journeys and Escapes products launched

• GBP1m in Journeys sales in 1st month

USA

• TTV exceeded $AUD1billion (FLT’s 2nd largest region by sales)

• Significant reduction in 1H losses and profitable by Jan 31, 2015

• Strong 2H profits expected – seasonally stronger period for Liberty &

GOGO

• On track to surpass full year target of $USD17m-$USD18m EBIT

(circa 50% growth)

• Record corporate profits, sales likely to top $AUD1b during FY15

• Corporate to open in Austin and Raleigh during 2H (20-city presence)

USA

• Expanding Liberty’s footprint ahead of peak 2H booking period

• New LA & Philadelphia (pictured below) hyperstores

• Pennsylvania & New Jersey megastores

• EuroGuru program helping to grow sales in 12m passenger-per-year

European travel sector & poised for expansion

REST OF THE WORLD SEGMENT

• Strong performance in Singapore, Greater China and South Africa

– Record sales and profits. Singapore TTV up 47% in local currency

• Solid sales growth in NZ but lower profits

– Investing in people (new wage structure) and network (shop refurbs)

• Steady growth in India and Dubai

– Profits down on PCP but sales increasing and bright 2H prospects

• Canada – a W.I.P but some positive signs

– Strong sales growth (TTV up 13% in local currency)

– Expansion into 4 new provinces during past 18 months

– Shifting leisure travel focus – mirroring UK and USA strategies

RESULTS BY COUNTRY

AUSTRALIA

TTV: $4.6b, up 5% in

AUD

EBIT: $110.9m

BUSINESSES: 1465

NEW ZEALAND

TTV: $420m, up 12% in

AUD (up 8% in lc)

EBIT: $3.1m

BUSINESSES: 179

SOUTH AFRICA

TTV: $220m, up 2% in

AUD (up 8% in lc)

EBIT: $4.5m

BUSINESSES: 171

CANADA

TTV: $553m, up 9% in

AUD (up 13% in lc)

EBIT: ($2.7m)

BUSINESSES: 253

USA

TTV: $1.0b, up 13% in

AUD (up 9% in lc)

EBIT: ($2.8m)

BUSINESSES: 303

GREATER CHINA

TTV: $109m, up 19% in

AUD (up 15% in lc)

EBIT: $0.9m

BUSINESSES: 36

INDIA

TTV: $180m, up 11% in

AUD (up 6% in lc)

EBIT: $1.1m

BUSINESSES: 41

SINGAPORE

TTV: $75m, up 51% in

AUD (up 47% in lc)

EBIT: $1.1m

BUSINESSES: 21

DUBAI

TTV: $35m, up 11% in

AUD (up 7% in lc)

EBIT: $0.8m

BUSINESSES: 10

UNITED KINGDOM

TTV: $856m, up 23% in

AUD (up 17% in lc)

EBIT: $19.8m

BUSINESSES: 277

THE STRATEGIES

Our Killer Theme

Brand and

specialisation:

Unique Product:

Experts, not Agents:

Redefining the Shop:

Blended Access:

Information is

Power:

A Sales and

Marketing Machine:

Evolving our brands

to truly specialise in

specific areas of

travel and have

clear customer value

propositions (CVPs)

Making, combining

and sourcing

exclusive FLT

products and

services, rather than

simply just selling

suppliers’ products.

“Our product – not

just someone else’s”

Ensuring each brand’s

people are experts in

understanding the

brand’s

speciality and that

they in turn are

backed by “travel

gurus”, who are

readily

available if additional

expertise is required

Ensuring corporate,

wholesale and retail

spaces reflect that

FLT’s people are

retailers first and

foremost, not office

workers

Ensuring FLT’s brands

are always available

to customers. They

can touch, browse

and buy FLT’s

products when and

how they want –

online, offline, shop,

email, chat, phone or

SMS

Profiles

Patterns

Predictions

More

Agile

Personalised

Relevant

TRAVEL AGENT TO TRAVEL RETAILER

TRAVEL

PROVIDERS

THE

CUSTOMER

What do we have that’s special?

What do we know that’s special?

What do we do that’s special?

What do we have that’s special?

What do we know that’s special?

What do we do that’s special?

1) BRAND & SPECIALISATION

1) BRAND & SPECIALISATION

The CVP is not a set of marketing statements

It is a clear statement of what a brand business has and does that the customer values

2) OUR OWN PRODUCT

We have great products from our partners BUT …

We need to start manufacturing and promoting our own products

(Hard and Soft)

UNIQUE PRODUCT – JOURNEYS

UNIQUE PRODUCT – SmartSTAY

Three value added inclusionsValid year roundOn our flexible corporate rates

At no extra cost!

The smarter way to book your accommodation.features

benefitsIncreased savingsGreater productivityEnhanced travel experience

Download the SmartSTAY Directory Phone App NOW!

Download the App Now!

3) EXPERTS NOT AGENTS

AIR

EXPERTS

HOLIDAY EXPERTS

VACATION EXPERTS

CRUISE

EXPERTS

SME

EXPERTS

Our sales people need to be experts in their brand’s specialised products

SHOWCASING AIRFARE EXPERTISE – LONDON

4) OUR SHOPS NEED TO BE A SHOP

• A place we display our wares

• A place where customers can touch and browse our

products

• A place where no long counter creates a barrier

between the customers and our sales experts

• A place that needs to have zones to reflect the different

product ranges we have

• A place where different customer interactions happen

NEW SHOP DESIGN – FC CHERMSIDE

NEW SHOP DESIGN – ET Ballina

5) BLENDED ACCESS

Our business is always open

when and how you want

OUR LEISURE BRANDS

Shops & Websites

Need to enable our leisure customers to access their brand around the clock

NEW SINGAPORE WEBSITE

6) INFORMATION IS POWER

PROFILES

PATTERNS

PREDICTIONS

TARGETED DIRECT MAIL

7) BECOMING A WORLD CLASS SALES & MARKETING MACHINE

• Generate more volume in enquiry and leads

• Acquisition and retention

• Targeted and personalised

• Better marketing in the on and offline world

BASIC ENQUIRY TO RICH CONTENT

NEW LOOK PRESS ADS

THE FUTURE

2014/15 GUIDANCE

• Targeting $360m-$390m underlying PBT (excluding any significant

unforseen items that may occur)

• Guidance also excludes Top Deck profits

• Top of the range represents 4% growth on FY14 record underlying

PBT – bottom of the range represents a 4% decline

• Expecting strong contributions from overseas, particularly UK & USA

MARKET CONDITIONS

• Some ongoing volatility in Australia

• Impossible to predict timeframe for recovery, but some positive signs

– Good customer enquiry in key leisure brands

– Solid Travel Expo results

– Record account wins in corporate travel

– Market-share growth in some areas – NYC pricing model

– Airfare discounting on key international routes

• Starting to track against weaker trading period – opportunity to grow

sales and profits more rapidly

• Healthy capacity and competition, leading to cheap fares

OPPORTUNITIES

• Continued growth in overseas profits during seasonally stronger 2H

• Fast-track corporate growth in Australia

• Enhanced leisure travel productivity

• Flight Centre’s Widest Choice of Airfares – if it flies, we’ve got it!

• Ongoing focus on Killer Theme and mini themes

• Cheap fares to stimulate demand – Golden Era For Travel

GROWING THE NETWORK

• Focus on organic growth

• Exporting brands within the FLT network – Campus Travel, Travel

Money, Stage & Screen

• New geographies likely – Netherlands and Dublin leisure

businesses planned as an extension of UK business

• Some strategic acquisitions possible to fill gaps in the network

QUESTIONS?

APPENDICES

STATUTORY v UNDERLYING PBT

$’ million Dec 2014 Dec 2013 %

Statutory Profit Before Tax $141.0m $155.0m (9.0%)

Top Deck contribution ($3.4m) - -

One-off gain within FCGP business - ($8.7m) -

Underlying Profit Before Tax $137.6m $146.3m (5.9%)

• $3.4m profit contribution from Top Deck (acquired 1H).

• One-off $8.7m gain within the Flight Centre Global Product (FCGP)

business

FIVE-YEAR GROWTH TRAJECTORY

TTV $8,138m $7,480m $6,593m $6,181m $5,668m

Income margin 13.6% 14.1% 13.9% 13.9% 14.0%

EBITDA $164.0m $179.3m $148.9m $137.5m $121.3 m

PBT $141.0m $155.0m $129.5m $119.7m $101.1m

NPAT $100.3m $110.8m $91.8m $81.6m $70.5m

EPS 99.7c 110.3c 91.7c 81.6c 70.6c

DPS 55.0c 55.0c 46.0c 41.0c 36.0c

ROE 8.8% 10.3% 10.4% 10.5% 9.9%

Cap-ex $39.5m $28.2m $28.4m $27.4m $24.2m

Selling staff 13,853 13,096 12,317 11,866 10,973

General cash $429.4m $401.9m $319.5m $316.9m $249.9m

Client cash $611.3m $594.4m $453.9m $429.8m $406.2m

Cash and cash equivalents $1,040.7m $996.3m $773.4m $746.7m $656.1m

Investments $62.0m $32.2m $55.1m $53.7m $74.8m

Cash and investments $1,102.7m $1028.5m $828.5m $800.4m $730.9m

Dec 14 Dec 13 Dec 12 Dec 11 Dec 10

CORPORATE SOCIAL RESPONSIBILITY

Job creation: About 1200 new jobs created during 2013/14

Employee earnings: FLT paid about $1billion in salaries and wages

Health and financial well-being: On average, one health/financial consult conducted

on every staff member

Gender diversity: Almost half of FLTs leaders are women

Workplace flexibility: 18% of Australian workforce now works from home or under

casual/part-time arrangements

CORPORATE SOCIAL RESPONSIBILITY

Noble Selling Purpose: Initiated during 2013/14 and rolled out globally in July 2014

Community assistance: Flight Centre Foundation donated more than $1m in Australia

alone

Staff contribution: Volunteer leave program introduced - 1300 hours volunteered

Supply chain: 2013/14 TTV = more than $300m in sales for suppliers every week

Shareholder returns: $20,000 investment at float = $1m holding at July 31, 2014.

Additional $240,000 in dividends returned per share